By - Margaret Reid

How to Boost Conversions Using Psychological Tactics

Why Do Psychological Tactics Work? Psychological tactics boost conversions because studies have shown that 90% of consumers’ buying decisions are influenced by emotions. In almost any case, a website will try to sell a product or a service. However, even though the product or service is great, your visitors might still not buy them. Why? Because you didn’t manage to

By - Neal Cole

Inside The Nudge Unit – How Small Changes Make A Big Difference:

Inside  The Nudge Unit –  How To Use EAST For Behavioural Change: A majority of people understand the basic principles of an experiment as they probably had to conduct one or two when they were at school. Unfortunately once people leave school most of us abandon this approach and instead follow our herd instinct. People are encouraged to learn the

By - Neal Cole

How Timely Interventions Boost Motivation & Performance

Timely Interventions Change Behaviour: We all know that the timing of a request or intervention can have a huge influence on the response we get. This is why timely is an important element of  EAST (EASY, ATTRACTIVE, SOCIAL, TIMELY) and other behavioural change frameworks. EAST was developed by the UK government’s Behavioural Insights Team (BIT) to provide policymakers with a

By - Neal Cole

How To Use Behavioural Science To Create New Habits:

Behavioural Change Through Habit Formation: Why is it when most people make New Year resolutions they don’t succeed in changing their behaviour? According to the psychologist BJ Fogg, the reason most attempts at behavioural change fail is that we don’t create new habits. However, marketing is all about behavioural change as if we don’t influence behaviour we have failed. Marketing

By - Neal Cole

New Coke – Market Research Fail?

The New Coke Story: In 1984 Coca-Cola had a problem. Pepsi’s market share was gradually increasing and if it continued it would overtake Coke by 1990. This was perceived to be caused by two main factors.  In the 1970’s Pepsi had introduced the “Pepsi Challenge” – a blind taste test which showed most Americans preferred Pepsi to Coke by a

By - Neal Cole

Skyrocket Conversions By Fixing Your User Experience

A broken user experience can completely kill conversions and yet many companies make changes without evidence and launch features no one wants. Why do companies put so little effort into fixing their user experience? Could it be that no one ever gets promoted for fixing a broken user experience, but shiny new features are much more likely to be noticed

By - Jenna Brandon

7 Neuromarketing Hacks To Skyrocket Your Blogging Success

Natural Instincts Drive Our Behavior: Would you believe me if I said that deep inside we are still those savages who lived in caves and walked around in leather thousands of years ago? Of course, modern human beings are advanced and sophisticated creatures. We have iPhones and Tesla cars; we live in fancy houses and wear nice clothes (even though

By - Neal Cole

Why Are Most A/B Test Results A Lie?

Are most A/B test results illusory? In a report on A/B testing Martin Goodson at Qubit suggests that “most A/B winning test results are illusory”. Andre Morys at Web Arts goes even further and argues that “90% of test results are a lie.” If their estimates are correct then a lot of decisions are being made based upon invalid A/B

The entourage effect influences the status of VIPs and needs to be factored into loyalty schemes
By - Neal Cole

Does The Entourage Effect Impact Loyalty Schemes?

Does Exclusivity Sometimes Backfire? Many organisations offer their best customers exclusive rewards to acknowledge their value and to reduce churn amongst their most valuable customer segment. The entourage effect suggests this exclusivity can sometimes harm the effectiveness of a scheme where a VIP customer has a strong entourage. For example, in online gaming  VIP players are usually managed by a

By - Neal Cole

Are Implicit Techniques The Future of Market Research?

Explicit Versus Implicit Research Methods Explicit methods of research, such as focus groups and questionnaires are often very poor at predicting behaviour and so is it time to switch to implicit research techniques?  When asked direct questions people are notorious for saying one thing, but doing something completely different. Conventional research techniques assume that people are independent thinking and rational

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